Differentiation will become increasingly key this year, according to Gordon, who also expects further consolidation in the channel
2013 will continue to see significant change in the mobile telecom reseller space. Providers will have to work harder to differentiate themselves, maintain market share and preserve the margins on traditional products.
This will push partners to expand their portfolios, and with further changes in the way that O2 and Vodafone manage the indirect channel imminent, there may well be further consolidation of this sector. These expanding product lines and further growth and investment into unified comms may mean that as well as exits from this sector, there may be entrants from the IT or fixed telephony background.
In terms of the smartphone marketplace, we expect
to see Apple lose market share to Android and for Microsoft to become the major challenger to the traditional business devices. I would expect that this would see manufacturers such as RIM lose ground to Microsoft as their product set, and the advantages of easy integration with tools like Office and Lync, continue to gain momentum.